And when you’re looking at ALL of your stats and ALL of the pieces that are in your funnel, ask yourself the following questions…

Are these actually leads or are they optins?

How can I take my optins and turn them into leads who are interested in what I’m gonna sell?

And one of the easiest ways to do it is to fix your pre-frame.

Fix your pre-frame

Fix the person that you’re targeting

It’s waaayeasier to do it that way than to change your message or your offer!

Let me tell you a story…

KNOCK-KNOCK

I did two summers of door-to-door sales, and it’s NOT like I was handed a list…

I was handed a neighborhood to walk around and knock on doors.

People optin in by starting a conversation, but leads did NOT happen unless there was actual interest.

I was also a telemarketer…

I remember my first day, I showed up excited to do it. I liked doing phone sales and I wasn’t bad at it…

I was one of the top guys for a while; I became a team leader and I trained a bunch of teams.

This other guy and I would go back and forth between #1.

Anyway, I was doing these phone sales, and they’d go buy these lead lists.

What was hard was to realize, was that the people they were buying lists from weren’t actually qualified…

Meaning they weren’t leads.

They just farmed out people who were most likely to buy something, but they didn’t show any genuine interest.

Basically, they were buying optin lists.

They were buying HUGE lists of contact information so it was straight cold calling.

What would have made it a lead was if the contact had an interest in the product.

CREATING HOT LEADS

One of the ways that we do this in application funnels, (i.e., high-ticket stuff), in order to turn someone from an optin to a lead really quicklyon the second page of the funnel is this…

On the very first page, we’ll say, “Hey, start your application process here – optin so we can send you a little mini-course, so you know what it is that we’re talking about.”

So they optin on the FIRST page.

On the next page is the actual application.

Q: What happens to somebody when they go through an application process that says, “Tell me why we should allow you to pay us.”

A: they become a pretty HOT lead.

The selling psychology difference between the FIRST page and the SECOND page is MONUMENTAL.

I’ll tell you right now, in one of my application funnels; for every 100 people who optin, about 20 of them actually complete the application.

…*THAT* is the difference between optins and leads.

PAGE #1: I get 100optins

PAGE #2: I get 20leads

I’m telling you to do this because it will help relieve so much of the pressure in your business if you know:

“I’m actually turning these people into a lead.

They have a genuine interest in the thing that I’m selling and they’ve told me that – they’re like, ‘Give me more information… Please, can we talk?’”

… versus someone who’s just like, “I got people on a list.”

Our list, right now, is about 40,000 people, but they’re not ALL leads for every product I have.

What I need to do is tell those people on my list, “Hey, do you want this cool thing about X, Y, and Z that you don’t know is really a pre-frame for the thing I’m hoping you go buy later on?”

THEN they become a lead for just that product.

A lead for one product is NOT a lead for another product.

You wanna figure out how you can pre-frame people the hardest and the fastest, early on in the funnel…

Because as they progress down the funnel, you don’t want it to be the first time they see a pink Volkswagen.

BUYING LEADS?

There was one time in real estate where I did buy a list… and it was actually leads, kinda…

It was a service where they grabbed the list of all the people who had somebody pass away recently in their life and they’d inherited a house or a property.

It’s called the inheritees list.

I wanted to go in and get a HUGE MEGA list of all the inheritees in my local area.

So that’s a list…

Q: How do I turn them into a lead?

We had a HUGE list with a thousand names of people who had inherited a property in the last 90 days.

A lot of people were on the list because of a major life event were someone had passed away and they inherited a property through the Will…

…and a lot of them just wanted to sell the property for cash.

So I was like, “Well, let me go be the guy on that and take the cut in between.”

In order to take the thousand-person list and turn them into leads, it’s a mechanism.

I ended up getting about 100 of them to call me, and this was how…

I grabbed a legal pad

I grabbed a red pen

I wrote, “I’m so sorry for your loss. I just wanted you to know that I’m in the area and I’m actually looking to buy a property like yours for cash. We’ll make it quick. Let me know if you’re interested. Here’s my name, my address, my phone number.”

But it wasn’t your usual type of letter!

It was triple spaced down the page

We folded it up kind of rough, put it in an envelope, and DIDN’T seal it.

We put the stamps on crooked.

Wrote the address with BIG red letters.

This thing stood out so hard, it was a HUGE eyesore.

My wife and I would spend tons of time in the evenings, (this was when we first got married), writing out all these legal letters.

(They’re called Yellow Letters)

We wrote out hundreds of Yellow Letters and we’d ship them out to people.

We had 100 people call back…

About half of them were freaked out thinking I was taking their house.

I was like, “No, no, no, read the letter. We’re trying to see if we can buy it from you.”

And since they just wanted to get rid of the property, we could talk them down on price based on the market value.

Then I would go find buyers and match them, and take the spread in between.

That was the plan…and it didn’t really work.

However, we ended up having 300 phone calls in a month.

*300 PHONE CALLS*

… those were LEADS!

The inheritees,they where just a list.

40,000 SUBSCRIBERS

When you have people coming into your list you’re gonna be like, “I have all these people.”